PROFESSIONAL SELLING SKILLS
The program explores the right skills and mind for a professional salesperson. Many salesmans fall into the trap of talking too much. They can’t wait to tell customers about all the features or benefits of their product/service or how great their company is. This is not the best approach to sales. In this course, participants will learn essential sales skills, from controlling the conversation and asking the right questions to uncovering customer needs and tailoring messaging accordingly.
At the core of this program is a more effective and professional sales approach. This approach relies on asking a series of questions in a particular order. It will allow participants to get to know their customers’s needs, uncover problems and ask questions to help customers realize the problem they are interested in, so they can’t ignore you.
Furthermore, many salesmans have a unique selling style that works for some buyers but not others. They probably use a customer-friend strategy, but not all customers like this approach. A part of this course will focus on dealing with different buyers. Participants will learn how to consider each buyer’s personality and modify their selling style to match each customer’s personality, thereby helping them achieve more sales.
DELIVERY METHODS:
- Self-discovery and critique
- Group exploration and facilitator led discussions
- Practical exercises
Best practice theory exploration
COURSE OBJECTIVES:
By the end of this training course participants will be able to:
- Get the skills and right mindset that a professional salesperson needs.
- Connect well with customers, overcome objections and close deals with confidence to achieve sales goals.
- Apply closed-ended questions to gather information and open-ended questions to elicit customer needs.
- Understand the four main behavioral patterns, personality types, and selling styles for each type of customer.
TARGET AUDIENCE:
- Sales Agent
DURATION:
- 02 days (6 hours per day)
Module 1:
- Overview of professional sales
- What are professional sales?
- Skills and Mindset in professional sales
- Activity: The perfect salesman
Module 2:
- Professional selling skills
- Control the conversation
- The power of using questions
- Techniques for using “OPEN” questions in sales
Module 3:
- Listen and grasp FAB technique (F-Features; A-Advantages; B-Benefits)
- The importance of listening
- Features, advantages and benefits
- FAB sales technique
Module 4:
- Skill set for handling rejections and closing sales
- Types of Rejection
- Model for handling objections (APAC)
- Handling the most common objections: about price
- 09 effective sales closing techniques
- Cross-sell and up-sell
Module 5:
- The attitude of a professional salesperson
- The right sales attitude
- Visualize the sales steps
- Know what you’re selling, both internally and externally
Module 6:
- Classification of personality groups and customer service
- Personality groups
- What is your personality type?
- Understading customers with different personality types
- After-sales and customer service
OPENING SCHEDULE:
TUITION:
FORMS OF TRAINING: